Senior Lead - Channel Sales (Remote -Delhi NCR)

Who are we and what do we do?

BrowserStack is the world’s leading cloud-based software testing platform, empowering over 50,000 customers—including Amazon, Microsoft, Meta, and Google—to deliver high-quality software at speed. Founded in 2011 by Ritesh Arora and Nakul Aggarwal, the company has grown to support more than two million tests daily across 22 global data centers, providing instant access to 35,000+ real devices and browsers.

With over 1,200 employees and a remote-first approach, BrowserStack operates at the intersection of scale, reliability, and innovation. Its suite of products spans manual and automated testing, visual regression, accessibility, and test management—all designed to simplify the testing process for modern development teams. Behind the scenes, BrowserStack continues to push the boundaries with AI capabilities like smart test case generation and design, flakiness detection, auto-healing and more —helping teams reduce maintenance overhead, debug faster, and catch issues earlier in the development lifecycle.

Recognized for its innovation and growth, BrowserStack has been named to the Forbes Cloud 100 list for four consecutive years. With backing from investors like Accel, Bond, and Insight Partners, the company continues to expand its product offerings and global footprint. Joining BrowserStack means being part of a mission-driven team dedicated to shaping the future of software testing.

Location:

This is a remote opportunity. But the base location of the role holder has to be in Delhi NCR

About the role:

This role will be the strategic interface between BrowserStack and key strategic GSI Partners Globally. It will be reporting to the Director of Channels and Ecosystem.

Partner Lead - GSI will be responsible for the Sell to & through relationships, for teaming with the Practice Leads for DevOps and Quality services and partner with sales leaders globally and to drive a business plan. The plan will include meeting Quarterly and Yearly revenue growth targets, building a new pipeline with joint solution/use cases for GTM, enablement activities, and driving the overall success of this business globally.

Key Responsibilities:

• Partnership Oversight:

  • Oversee and manage the company’s technology partnerships suite (GSI/TSP/Resellers), ensuring all relationships are optimized and aligned with business goals. Actively onboard new partners and align them with companies growth strategies.
     

• Positioning for Partner-Driven Opportunities:

  • Position the company as a trusted partner with key Partners (GSI/TSP/Resellers), ensuring we are their go-to provider for executing projects within all regions.

  • Build strong relationships with Partner/Alliance managers to increase visibility and trust, ensuring our company is prioritized for key projects and opportunities.
     

• Partner Knowledge and Relationships:

  • Maintain broad and in-depth knowledge of leading technology Partners.

  • Establish and cultivate senior-level relationships with key technology partners to secure long-term value and collaboration.
     

• Team Guidance and Collaboration:

  • Guide internal teams on partner capabilities, highlighting specific benefits, programs, and opportunities that they may not currently be leveraging.

  • Act as a central resource for internal teams, helping them navigate the partner ecosystem and optimize partnerships.
     

• Contract and Compliance Management:

  • Ensure all partner contracts are in place, up-to-date, and that partnerships comply with industry standards and legal requirements.
     

• Strategic Growth Initiatives:

  • Develop strategies to deepen partner relationships, improving the company’s positioning and access to premium resources, co-marketing opportunities, and priority support.
     

Business Expertise::

• Technical Expertise:

  • Broad knowledge of key technology GSI’s  and their product ecosystems.

  • Strong understanding of the technology landscape and digital transformation trends, without requiring hands-on experience in implementation.
     

• Partner Management Experience:

  • Proven experience managing Partner  relationships, with a focus on sales, marketing, certifications, accreditation, and partnership growth.

  • Ability to negotiate effectively, manage high-value contracts, and unlock strategic opportunities from partnerships.
     

• Driven for Success:

  • A strong commitment to growing and optimizing the company’s partner relationships.

  • A high degree of self-motivation and hunger for success, with a proactive attitude toward identifying and pursuing opportunities.
     

Relationship Management

• Develop and maintain executive-level relationships with partner leadership, including C-suite, practice leaders, and vertical heads.
   

Partner Enablement

• Design and deliver enablement programs to educate partners on the company’s products, value proposition and capabilities.

• Develop joint training programs and facilitate ongoing education initiatives.
   

Revenue Generation

• Drive quarterly targets for partner-influenced and partner-led revenue.

• Collaborate with partners to develop joint GTM programs and execute campaigns to achieve growth.
   

Internal Alignment

• Work closely with cross-functional teams, including sales, marketing, product, and business development, to ensure seamless execution of partner strategies.

• Serve as the internal advocate for partner initiatives, ensuring alignment across stakeholders.

Strategic Leadership and Execution:

• Define and execute the global strategy for GSIs, TSPs, and Resellers, ensuring alignment with overall business goals.

• Lead operational and strategic planning efforts to scale partnerships and deliver sustained value.

• Take ownership of deliverables (Individual/team) and ensure the org goals are met in a timely manner.

• Visionary leadership with the ability to inspire and motivate teams.

• Strong influencing skills to drive alignment in a complex, multi-market environment.

• Ability to build trust, empower teams, and foster innovation.

• Strong problem-solving skills with the ability to simplify complex challenges

• Lead, mentor, and manage the team to ensure exceptional service delivery

• Establish and maintain strong relationships with Internal business leaders and key clients, understanding their needs and anticipating new opportunities

• Contribute to the development of marketing and promotional materials to showcase client successes

• Lead negotiations on major Partner and Client contracts and Agreements
   

Requirements:

• 8+ years selling technology, software and prior experience working with GSI’s/Strategic Alliance would be most suited

• BE/B Tech/MBA Preferred.

• Extensive experience in alliance management of major GSI’s TCS, Wipro, HCL Tech, TechM, Infosys, Cognizant, Accenture, Capgemini etc

• Strong solution sales mindset with exposure to DevOps, Testing, and Digital technologies.

• Highly driven sales professional with a strong sales track record selling to Enterprise accounts.

• Proven ability to recognize, analyze and take action on go-to-market approaches, marketing programs, joint value propositions, and business cases around strategic investments.

• Cross-functional influence, relationship building, and project management skills.

• Strong business acumen, leadership, and negotiation skills.

• Familiarity with a broad range of application and infrastructure solutions is desirable.

Benefits:

In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy:

• Medical insurance for self, spouse, upto 2 dependent children and Parents or Parents-in-law up to INR 5,00,000

• Gratuity as per payment of Gratuity Act, 1972

• Unlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends

• Remote-First work environment that allows our people to work from home

• Remote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience